The Laundry List

  • Respond, don’t react.
  • “Is this useful?”
  • Being aware of your feelings/emotions but not being overcome by them or letting them get the best of you.
  • Above the line: intentional, on purpose, skillful. Below the line: impulsive, autopilot, resistant.salt sugar fat
  • Strategic Mimicry — Watch/Wait/Wane
  • Pull up a chair — Amazon/Bezos, empty chair for a customer at a meeting
  • Inner Ambivert
  • Conversation with a time traveler — Tell someone about takout pizza from 300 years ago
  • Meeting discussion map — Who talks the most, and to whom?
  • Mood Map — How does the mood change over time at a meeting?
  • Mirror, Mirror — Face someone for 30 seconds, observe. Turn around and change something about your appearance and then do it again.
  • Find uncommon commonalities.
  • Interrogative self-talk: Bob the Builder — Can I do this? Can I move these people?
  • Positivity ratio: 3:1, positive to negative. Frederickson’s ten positive emotions — joy, gratitude, serenity, interest, hope, pride, amusement, inspiration, awe, love. Select one or two throughout the day and look for ways to display those emotions.
  • When something bad happens, ask yourself three questions and figure out a way to say no: Is this permanent? Is this pervasive? Is this personal? Bad events are temporary, specific, external.
  • Enumerate the “no’s” — You are still around!
  • Embrace the rejections — Framed letters from job rejections on wall, perhaps.
  • Allow appropriate negativity — moments that serve a purpose
  • Defensive pessimism — Mentally prepare for the worst to manage anxieties.
  • Send yourself a rejection letter.
  • “On a scale of 1 to 10 … “ “Why didn’t you pick a lower number?” Asks them to articulate and/or change the behavior.
  • A jolt of the unfamiliar: take a different driving route home, spend a half day in another profession, travel to another country.
  • Become a curator — Seek information on sources. Sense — Create meaning out of the material. Share info with others.
  • Ask better questions — 1) Produce your questions 2) Improve your questions to make them open ended 3) Prioritize the questions
  • Why? — When you want to figure out what kind of problem someone has, ask a Why question. Then ask another for a total of 5 why questions.
  • Focus on the 1% — don’t get lost in the clutter of what you are exploring, selling, learning.
  • One Word Pitch/Question Pitch/Rhyming Pitch/Subject Line Pitch (utility or curiosity)/Twitter Pitch (120 characters or less)/Pixar Pitch
  • What do you want them to know? What do you want them to feel? What do you want them to do?
  • Keep a notepad of good pitches and practice and record them
  • Add a visual
  • Pecha-Kucha: 20 X 20 power point slides. 6:40 presentations.
  • Go first if you’re the incumbent, last if you are the challenger.
  • Up to 120 minutes is better than up to 2 hours.
  • What is my company about? What is my product or service about? What am I about? Ask friends/co-workers/family for feedback.
  • Upserve.
  • Rethink sales commissions. More people working together, collaboration.
  • Emotionally intelligent signage. “Children play here. Pick up after your dog.” Empathy, purpose, community.
  • Treat everybody as you would your grandmother.
  • If the person you’re selling agrees to buy, will his or her life improve? When your interaction is over, will the world be a better place?



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Adam Marks

Adam Marks

I love books, I have a ton of them, and I take notes on all of them. I wanted to share all that I have learned and will continue to learn. I hope you enjoy.